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Essen%al Sales Management Strategies
Executive War College!Conference On Laboratory & Pathology Management!
(c) 2014 Sandler Training
Agenda
8:00 – 9:45 Session # 1 Buyer/Seller Dance
9:45 – 10:00 Break # 1
10:00 – 11:45 Session # 2 Coaching
11:45 – 12:30 Lunch
12:30 – 2:00 Session #3 Recrui%ng
2:00 – 2:15 Break # 2
2:15 – 3:45 Session # 4 Supervising
3:45 – 3:55 Wrap up/Adjourn
(c) 2014 Sandler Training
The “Dot Game”
Dots awarded for: Comments (posiKve or negaKve)
ContribuKons
Timely Answers
(c) 2014 Sandler Training
Today’s Facilitator: Karl Scheible Market Sense, Inc.
• President/CEO 20 years • Selling for 42 years • Sandler franchisee for the last 10 years
• Top 5 franchise worldwide • 25+ “AusKn Fast 50” Winners • 7 INC 500 winners
(c) 2014 Sandler Training
Sandler Difference: BAT Triangle
11 (c) 2010 Market Sense, Inc and Sandler
Training
Attitudes/Beliefs
Behaviors Techniques